At their essence, mediations are facilitated negotiations. Most “how to” negotiation books focus on a business and or interpersonal conflict where there is a balance of power between the parties. Such books typically offer a range of advice on topics such as BATNA (best alternative to a negotiated agreement) and how to present a “win-win argument.” New to the genre and of great interest, a new book, How to Sweet-Talk a Shark: Strategies and Stories from a Master Negotiator (Rodale Books 2013) by former governor of New Mexico and U.S. ambassador to the United Nations, Bill Richardson.
Richardson recalls years of travel from Congo to North Korea and many volatile places in between where he negotiated the release of hostages, the cessation of missile testing and other international agreements. From both his successful and unsuccessful negotiations, we can glean many lessons to keep in mind when trying to reach an agreement with an adversary, particularly one who seems mercurial and irrational at best.
Talking
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